What NOT to do After a Brush-Off

Dealing-with-brush-off-tnMore than annoying, it can nearly ruin your day.

Before you even have a chance to talk about why you are calling, you get the brush-off.

Is this prospect lost forever?

What can you do to get your message to her without risking another – even worse – rejection?

Two things NOT to do after a brush off

  1. Slam down the phone and curse.

(One of my former co-workers actually did this, to the amusement of everyone in the office except our boss.)

  1. Immediately call the prospect back and try the same script again.

(This will make sure you never have another chance to make a good first impression.)

Think about it:

You could decide the reason for the brush off was:

  •   The prospect was very busy completing a project with an immediate deadline


  •  She was in the middle of responding to an emergency


  •            She is a real grouch and brushes off everyone who calls.


Three Ways to Prepare yourself in advance for a possible brush off

1.) Approach your calls with the knowledge that you are helping people because you have a product or service that will make their lives better or easier.

2.) Before you start making cold calls, read the positive reviews and testimonials customers have written about you or your company’s products or services.

3.) Spend time with positive people and stay away from negative co-workers.

You CAN avoid brush-offs and rejection.

Here is how I can help you:

Register for my one-to-one private 4-week e-Course.  (see feedback from my favorite clients on this page.)

Because this course includes four weeks of once-a-week private telephone sales training and coaching where I will work personally with you, the course is limited to the first 10 people who register, so if you’re interested, contact me today: annbarr@annbarr.com and I’ll get back to you as soon as possible.

You can see a description of the course + tuition investment on this page.

If you are tired of not getting to decision-makers, not grabbing interest when you do reach them and having voice mail messages ignored, I would love to work with you and help you make the kind of money you deserve.

To register – and I hope you will – send me an email: annbarr@annbarr.com

Thanks for reading – hers’s wishing you an awesome day!


This Statistic will Shock You

price-tag-tnAccording to the findings of a 15-year study conducted by an Atlanta based sales training organization:

More than 90 percent of all sales people volunteer a price decrease without being asked!

In addition, according to the same study, most salespeople do not believe their product or service has enough value – or is actually worth the price they charge.

Wow. This can be damaging to a business.

When salespeople truly understand the value of their products and services, they are better able to communicate a unique and authentic introductory statement.

Your perception and communication of the value you offer affects the customer’s interest in what you have to say.

Take a look at this E-mail received from Hugo Garcia, after he completed my e-Course, and signed up two new accounts!

“My intro on my cold calls has been helped by Ann Barr’s e-Course. I tend to keep more people on the phone and interested in what I have to offer. As soon as I started using the information from Ann’s class,  I signed up two new accounts!”

- Hugo Garcia, Houston, Texas

One-to-One Sales Training and Coaching

Because this course includes four weeks of one-to-one once-a-week private telephone sales training and coaching where I will work personally with you, this course is limited to the first 10 people who register.

Step-by-step, I’d like to help you

  • Understand the value you, your company and your products and services provide to customers,
  • Find out the best way to overcome phone fear,
  • Brainstorm your unique attention-getting opening statement so prospects will want to listen to you,
  • Find out which questions to ask prospects to get the information you need,
  • Learn how to connect with prospects and get them involved in a conversation and
  • Pave the way to a successful follow-up call,
  • Discover three effective ways to get through screeners,
  • 7 ways to answer objections – and
  • 10 ways to ask for the order or appointment,
  • Find out which voice mail messages will get your call returned,
  • Implement 3 critical steps necessary to win back lost customers

Private One-on-One Coaching and Sales Training

This is a private four week e-Course which includes four weeks of workbooks, one-on-one coaching and once-a-week sales training by telephone and e-mail.

After the first week of the e-Course, Felipe Hernandez wrote:

“Already in the first week of the Ann Barr e-Course I’ve learned a lot about how to approach my work. I am able to walk away from the first week with a much clearer idea of how to approach prospects and what they want to hear from me versus what I want to say.”

 -Felipe Hernandez, Sales Consultant,  Zeno Office Solutions, Midland, TX

Thanks for reading – here’s wishing you a profitable day!

PS - Questions?  Phone me at 757.463.0924 – 0r email annbarr@annbarr.com today!
PPSYou can see the registration form on this page
PPPS – Good News – Your BTA Educational Discount can apply to this Course!

How to Avoid a Wasted Call

woman-looking-at-cell-phone-tnA successful first call requires planning and preparation.  That takes time.

And it is amazing how few business people make the time to follow-up after the initial contact with a prospect or customer.

The first call is wasted if there is no follow up.

In the last few months, I can think of at least two different situations where there was no follow up.

One was a bank where I have a personal account and the bank manager suggested that I transfer my business account to his bank. He said he would call to schedule an appointment. He never followed up.

Another was a piano store where I said I was interested in one specific piano and “someone” was going to contact me to follow up.

No one ever did.

This caused me to wonder:

Why don’t people follow-up?  I believe there are several reasons.

One reason for lack of follow up:  They don’t want to appear pushy.

It may be true that following up too frequently will come across as being pushy. We can cross that line by making too many calls in a short period of time.

Another reason for sales reps not following up:  They forget.

It’s easy to forget, considering how busy we are. We may have every intention of calling our prospect but we get caught up with unexpected problems we didn’t anticipate.

We find ourselves spending more time in meetings and stuck in traffic, and because we didn’t schedule the follow-up, it doesn’t get done.

This is a common dilemma but one that can be avoided by considering the follow-up like a scheduled appointment.

Lack of follow up is where a sale can die.

If you’re going to schedule a follow-up call, get a commitment of some type.

Anytime you plan on calling back, especially if you have given them something like a price quote or a proposal, find out what’s going to happen next.

After sending information to a prospect, one way to begin a follow-up call is with enthusiasm:

“After we spoke last Wednesday, I sent you the information we talked about and I’ve been looking forward to getting some feedback from you.”

Then wait to hear a response.

What NOT to say during a follow-up call:

  • “Did you get the information I sent?”
  • “Did you look at the catalog?”
  • “I’m just calling to make sure you got the price list I sent you.”

Reason NOT to ask the questions above?

It’s too easy for the prospect to say “no” or “I didn’t have time to look at it” and that will be the end of the conversation.

Just go on to discuss whatever you were planning to discuss if they HAD received or looked at the information you sent.

Following up works!

People who need to be convinced generally don’t buy until after the seventh contact. Most sales reps stop at two!

A great way to learn how to successfully plan your day and increase your sales:

Join my 4-week once a week sales training and coaching e-Course.

Your Easiest Break-Up Ever

break_up_advice-tnWhen I saw this headline in the local newspaper, it almost seemed to jump off the page.

It was a small ad in the bottom right-hand corner of the page.

The headline immediately captured my attention, curiosity and interest.

I wondered what it was all about.

Three Seconds to Grab Attention

If the headlines in your emails, direct-mail letters, newpapers or flyers are under-performing, then it is costing you sales.

No doubt about it.

When selling products or services by email, direct mail or on the Internet you have about three seconds to make your point or lose the reader.

The headline in this ad was such a great attention- getter that I immediately read the ad then clipped it out of the newspaper.

Capturing Attention

In this ad there was a photograph of a young, attractive blonde woman next to the headline.

But I had no idea what product the ad was supposed to be selling.

The headline made me curious, so I HAD to read the ad copy and it was good – it also explained the wording in the headline.

You could actually change the text a bit and use it for any type of product or service.

This was the text:

“Your hair deserves the best.  It should not have to settle.
If your current stylist doesn’t get your hair or takes it for granted . . .
it is time to move on.”

After that paragraph, a telephone number was listed, along with the name of a local beauty shop.

So, how do you create a GREAT headline if you are not a professional copywriter?
Glad you asked :-)

Five Tips to Writing Great Headlines

Five tips that will empower you to write a great headline today.

1.   Make your headline short.

Five to seven words works very well. You can be more expansive in the sub-head, once you have your visitors’ attention.

2.   Use a question as your headline.

The point of your headline is to get people to stop long enough to read the rest of the message or consider your site. Asking a question is a great way to do this, if you ask the right question.  HINT: The right question is always one that can be answered by your product.

3.   Be clear.

Tell the reader exactly how your product will help them.

(There are exceptions. Although this “Break-up” headline was not clear, it made me curious enough to read the entire ad.)

4.   Use a “number of steps” formula.

If your product will solve a problem in a certain number of steps, say so. People love simple solutions to their problems.

Or . . . use a “number of ways” formula. Use this instead of a number of steps.

5.   In an advertisement, a good headline takes up 50% of the ad space.

Print ads should have enough white space surrounding the headline to make it a clean and obvious central focus point.

Want some help?  Join my private one-to-one e-Course and I will help you create attention-getting ads and emails!

How to Fire the Nightmare Client

ALLIGATOR_0-tnThe customer is always right?
Maybe not.

If you have ever had an annoying, troublesome, impossible-to-please client, you are not alone.

Has This Happened to You?

It was not easy.

You worked long and hard to win this large account. At first you were happy with your success.

But it turned into a nightmare.

You delivered as promised. You delivered what they said they wanted.

You provided top-quality products – fast – and world- class service.

But the client turned out to be impossible to work with.

And they were always late paying their bills.

What do you do if this customer provides a large part of your revenue?

Is it Worth the Cost to You?

Your stomach is in knots every time you have to deal with this client.

Their treatment of you and your company is almost abusive.

Is this account worth the grief they cause you?

One company in Pennsylvania decided that life was too short to suffer with an abusive client.

Employee morale was suffering. “It is very important that employees not be abused by clients,” said this business owner.

Diplomacy is Critical

One way to make sure you fire with diplomacy is not to let the situation deteriorate to the point where the situation becomes very unpleasant.

Words to Use

Dismissing a client is a delicate issue.

It needs to be done carefully so that you and your company won’t be bad-mouthed to would-be customers.

Here are the words used by one business owner when he fired an abusive client:

“I’m not getting you the results you want and it doesn’t make sense to continue.
I would rather part as friends and let’s move on.”

Firing a troublesome customer is a luxury that some cannot afford.

But if a business owner has to choose between an abusive client or keeping good employees, the choice becomes very clear.

Thanks for reading – here’s wishing you a beautiful day!

PS – My one-to-one e-Course begins on Wednesday
Interested? send an email to annbarr@annbarr.com with “e-Course” in the subject line. Include your name & company name and I’ll get back to you ASAP.